价格与数量谈判
Price and Volume Negotiation
讨论集中在交易的财务方面，包括单价、批量折扣、付款时间表和最低订购量。
对话轮次
8
预计时长
4 分钟
场景
商务谈判
完整对话内容
以下是该情境的完整英语对话，包含中英文对照和重点解析
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Procurement_manager
第 1 轮
Good morning, Ms. Chen. Thank you for joining us. Let's discuss the pricing for the X200 components. Based on our initial proposed volume of 50,000 units, your team quoted us $8.50 per unit.
English
早上好，陈女士。感谢您的参与。我们来讨论一下X200组件的定价。根据我们最初建议的5万台订单量，贵公司给我们的报价是每台8.50美元。
中文翻译
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Supplier_representative
第 2 轮
Good morning, Mr. Davis. That's correct. $8.50 for 50,000 units. We carefully considered our costs and the current market rates for that volume.
English
早上好，戴维斯先生。是的，5万台8.50美元。我们仔细考虑了成本和当前市场针对该订单量的价格。
中文翻译
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Procurement_manager
第 3 轮
We're actually looking to double our initial order to 100,000 units for the first quarter. Given this significant increase, we'd like to explore a more competitive unit price, perhaps closer to $7.80.
English
实际上，我们计划在第一季度将最初的订单量翻倍至10万台。考虑到订单量的显著增加，我们希望探讨一个更有竞争力的单价，也许能接近7.80美元。
中文翻译
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Supplier_representative
第 4 轮
An order of 100,000 units certainly presents opportunities for a volume discount. However, $7.80 is quite a jump from our current cost structure. We might be able to offer $8.10 at that quantity, considering raw material costs and production capacity.
English
10万台的订单量确实提供了批量折扣的机会。然而，7.80美元与我们目前的成本结构差距较大。考虑到原材料成本和生产能力，我们或许可以按该数量提供8.10美元。
中文翻译
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Procurement_manager
第 5 轮
$8.10 is a step in the right direction, but we had hoped for more. What about minimum order quantities for repeat orders? And could we discuss a payment term of Net 60 instead of Net 30 for this larger initial purchase?
English
8.10美元是一个正确的方向，但我们希望能有更多优惠。重复订单的最低订购量是多少？另外，对于这次较大的初始采购，我们能否讨论一下付款期限从净30天改为净60天？
中文翻译
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Supplier_representative
第 6 轮
For repeat orders, our standard MOQ remains 20,000 units. Regarding payment terms, Net 60 for the initial 100,000 unit order could be workable, but it would impact our ability to reduce the unit price further. Perhaps we could meet in the middle at $8.00 per unit if we stick to Net 30 for the initial order?
English
对于重复订单，我们的标准最低订购量仍为2万台。关于付款条款，首次10万台订单的净60天付款是可行的，但这会影响我们进一步降低单价的能力。如果我们首次订单坚持净30天付款，也许单价可以在每台8.00美元达成共识？
中文翻译
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Procurement_manager
第 7 轮
That's an interesting counter-offer. $8.00 per unit for 100,000 units with Net 30 is certainly more appealing. We'd still press for a Net 45 though, if $8.00 is the firm unit price.
English
这是一个有趣的反报价。10万台8.00美元的单价加上净30天付款确实更吸引人。不过，如果8.00美元是最终单价，我们仍会争取净45天付款。
中文翻译
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Supplier_representative
第 8 轮
Let me see. $8.00 per unit, 100,000 units, and Net 45. That's a challenging combination, but we value your business. Give me a moment to re-evaluate what we can do on our end.
English
让我想想。每台8.00美元，10万台，净45天付款。这是一个有挑战性的组合，但我们重视您的业务。请给我一点时间，让我重新评估一下我们这边能做些什么。
中文翻译
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对话学习完成
结合右侧的词汇和句型解析，加深理解和记忆
重点词汇
quote
报价
A price quote is an offer of a specific price for goods or services, often given by a supplier. In business, say 'We quoted $8.50 per unit' to mean you provided that price.
中文解释
价格报价是为商品或服务提供的特定价格报价，通常由供应商给出。在商业中，说'We quoted $8.50 per unit'意味着你提供了那个价格。
unit price
单位价格
The cost of one single item or unit. Useful in negotiations to discuss how much each product costs, like '$8.50 per unit' for components.
中文解释
一个单一物品或单位的成本。在谈判中用于讨论每个产品成本多少，例如部件的“$8.50 per unit”。
volume discount
批量折扣
A reduced price given for buying a large quantity (volume) of items. It's common in business to encourage bigger orders, such as lowering the price for 100,000 units.
中文解释
购买大量（批量）商品时提供的降低价格。在商业中很常见，用于鼓励更大订单，例如为100,000个单位降低价格。
MOQ
MOQ
Short for Minimum Order Quantity, the smallest number of items a supplier is willing to sell. In negotiations, ask about MOQ for repeat orders to plan future purchases.
中文解释
Minimum Order Quantity 的缩写，即供应商愿意销售的最小物品数量。在谈判中，询问重复订单的 MOQ 以规划未来的采购。
payment terms
付款条款
The conditions for how and when payment is made, like due dates. Terms like Net 30 mean payment within 30 days; negotiate them to improve cash flow.
中文解释
付款方式和时间的条件，例如到期日。Net 30 等条款意味着30天内付款；通过谈判这些条款来改善现金流。
counter-offer
反要约
A response to an offer with a different proposal, often to negotiate better terms. Use it in deals, like responding to a price with your own suggestion.
中文解释
对要约的回应，包含不同的提案，通常用于谈判更优惠的条款。在交易中使用，例如用自己的建议回应价格。
competitive
竞争力的
Describes a price or offer that is attractive compared to others in the market. In talks, say 'a more competitive unit price' to push for a lower cost.
中文解释
描述相对于市场上其他产品更具吸引力的价格或报价。在谈判中，说'更具竞争力的单价'来推动降低成本。
重点句型
"Based on our initial proposed volume of 50,000 units, your team quoted us $8.50 per unit."
"基于我们最初提议的50,000个单位的量，您团队向我们报价每个单位$8.50。"
重点句型
语法解析
This sentence introduces a negotiation by referring to a previous quote tied to order volume. It's useful for starting price discussions; note the past tense 'quoted' for offers already made, and numbers for specifics.
中文解析
这句话通过引用与订单量相关的先前报价来引入谈判。它有助于启动价格讨论；请注意过去时态 'quoted' 用于已提出的报价，以及用于具体细节的数字。
"We're actually looking to double our initial order to 100,000 units for the first quarter."
"实际上，我们希望将第一季度的初始订单翻倍至100,000个单位。"
重点句型
语法解析
Here, 'double' means to multiply by two, and 'initial order' refers to the first purchase. Use this to propose increasing quantity for better deals; it's polite with 'actually' to soften the change.
中文解析
这里，“double”意为乘以二，“initial order”指最初的采购。使用此句来提议增加数量以获得更好交易；用“actually”来柔和地表达变更，较为礼貌。
"Given this significant increase, we'd like to explore a more competitive unit price, perhaps closer to $7.80."
"鉴于这一显著增长，我们希望探讨一个更具竞争力的单位价格，或许更接近$7.80。"
重点句型
语法解析
'Given' means 'considering,' and 'explore' suggests discussing options. This is great for bargaining—link volume to price reduction with 'we'd like' for a polite request, and 'perhaps' to suggest without demanding.
中文解析
“Given”意为“considering”（考虑到），“explore”暗示讨论选项。这对讨价还价很棒—将数量与价格降低联系起来，用“we'd like”表示礼貌请求，并用“perhaps”来建议而不强求。
"An order of 100,000 units certainly presents opportunities for a volume discount."
"10万单位的订单确实为批量折扣提供了机会。"
重点句型
语法解析
'Presents opportunities' means creates chances; 'certainly' agrees positively. Useful to acknowledge benefits of large orders while negotiating discounts—shows willingness to compromise.
中文解析
“Presents opportunities”意为创造机会；“certainly”表示积极同意。在谈判折扣时承认大订单的好处很有用——显示出妥协的意愿。
"$8.10 is a step in the right direction, but we had hoped for more."
"8.10美元是朝着正确方向迈出的一步，但我们本希望能有更多。"
重点句型
语法解析
This idiom 'a step in the right direction' means progress toward a goal. It's a diplomatic way to accept partial improvement but push for better terms; 'had hoped' expresses expectation politely.
中文解析
这个习语‘朝着正确方向迈出的一步’意为朝着目标的进步。它是一种外交方式，接受部分改进但推动更好的条件；‘本希望’礼貌地表达期望。
"That's an interesting counter-offer."
"这是一个有趣的反提案。"
重点句型
语法解析
A neutral response to a proposal, buying time to think. Use in negotiations to show you're considering it without immediate agreement; 'interesting' keeps the tone positive and open.
中文解析
对提案的中性回应，争取思考时间。在谈判中使用，以显示你在考虑它而非立即同意；'interesting' 保持语气积极和开放。